Sales planning and Pipeline Management

Target Audience:Sales managers, Sales officers Duration:2 days, 16 hoursProvider:Mercuri InternationalVenue:AEB Conference Centre, Moscow, Butyrsky val, 68/70 build.1, office 13Language:RussianCoach:Dmitry Kozorezov
Dmitry KozorezovDmitry Kozorezov

Terms and Conditions

– The deadline for registration & payment is usually 5 days before the starting date of the course;
– Those who do not register and pay by the deadline will not be allowed to participate in the training;
– All payments are to be made by bank transfer;
– Once registration is closed, the fee is non-refundable.

Training objectives and advantages
In this situation, the question that Sales directors find themselves asking is: how best can we exploit the potential of each sales sector and improve the productivity of each salesperson in our team? The goals of this training are to study the main approaches to sales planning and management, to learn how to analyze individual sales results, as well as the results of sales department, to learn how to develop an effective KPI system for sales department

Training program
The bases of sales planning
- Functions of sales manager
- Analyzing the results, planning for future periods, execution of the plans
- Modern methods in order to evaluate the sales situation: quality and quantity indicators, static and dynamic indicators
- Sales planning and forecasting. Managing the sales platform

Elements of sales planning in order to achieve the result
- RPAC model: «Results - Customer’s portfolio & Pipeline - Sales activity – Capabilities»
- QQD model: «Quality – Quantity – Direction»
- Using Key Performance Indicators in order to evaluate the sales performance
- Formulation of sales targets using the SMART method

Pipeline management
- Balancing the short term /medium-term effect of actions
- Managing Pipeline & Customers portfolio
- Planning of sales action. Building a formal action plan

Practical work during the training
- From sales strategy to sales policy
- From sales policy to analysing the results
- From analysing the result to portfolio of clients
- From portfolio of clients to sales activities
- From sales activities to competencies of sales people
- From competencies of people to planning of sales action

Computer business-simulation «Progress Ltd.» (sales planning and management practice)

Methodology of training delivery
Interactive training with individual and group tasks and exercises